Posted by Peter Arnold / Canada on June 17, 2003 at 17:19:25:
TIP 47 - "BE A 'RESOURCE' TO THE INDUSTRY..."
Here's a fresh approach to developing powerful, rewarding relationships: Find some of the most influential people in network marketing (outside of your own company/upline) and approach them with this offer: "I believe that it would be good for the network marketing industry for distributors like you and me to openly and freely share ideas and knowledge with other network marketers. I believe that there is enough business for all of us, and we will all benefit by supporting each other rather than competing or trying to recruit each other.
Would you be receptive to us communicating with each other from time to time for the purpose of helping each other advance our respective careers, as well as contributing to the good of the industry?"
I'll bet you can think of at least ten ways that these types of professional relationships will result in more business for you and your organization over time.
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TIP 48 - "TREAT THEM LIKE 'PETS!..."
Most people in network marketing treat their PETS better than they treat their best CUSTOMERS People (like animals) want to be loved, recognized, appreciated and respected.
What would happen if you started to stroke, fuss over, and play with your customers like you would your favorite pets? They would love it! They would become loyal to you; they would be glad to hear from you and they would express their appreciation to you... just like your favorite pets would. Arf! Arf! :>)
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TIP 49 - "I DON'T KNOW IF YOU CAN HELP ME OR NOT..."
Have you ever noticed how most TELEMARKETERS introduce themselves to you with something like this: "Hello, Mr. Jones? My name is Fred Smith... how are you today?"
The "how are you today" is a dead give away that they are about to try and SELL you something. (Not a good way to make a first impression!)
The next time you make a prospecting call, try this language to diffuse initial sales call resistance:
"Hello, Mr. Jones? I’m Fred Smith. I don’t know if you can help me or not... do you have just a minute to speak with me?"
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TIP 50 - "HOW TO IMPROVE YOUR SEX LIFE..."
Have you ever noticed that, just after you've enrolled a new person in your business - or you've made a substantial retail sale - how good the music sounds in your car as you drive home -- or how excited you feel after you got off the phone?
And, when you have dinner that evening, the food tastes especially good. Even colors are brighter and smells are sweeter just after making a sale.
So if you want to really enhance all five of the senses, go out and make a sale/recruit a new biz partner! :>)
Need I say more?...
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TIP 51 - "DON'T STRIVE TO BE #1..."
Select a group of ideal people you would love to have in your business - but who are not the least bit interested. Send them stuff that will help them in their business or personal life. Send them books, interesting website addresses, referrals, personal gifts, etc., but NEVER attempt to prospect them.
Somehow... some way... sometime, something will happen that will cause a major dissatisfaction with their current (#1) situation. And when that happens, they will go looking for #2. Hopefully, that will be YOU.
By being #2 today -- you will be #1 tomorrow.
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TIP 52 - "WHY DON'T YOU GO AHEAD AND 'BUY IT'...OKAY?..."
Sometimes prospects that already 'have enough information' to make an intelligent decision still find it difficult to 'make' that decision. They get on the fence and they stay there until and unless you help them make a decision. (This is particularly true for larger retail sales or the business proposal.)
When this happens, you can give them the little "push" they need - that works in your favor.
Here is what you say:
"Folks, let's face it, you like this program... and you can afford it. Why don't we go ahead and get started... okay?"
Don't forget that little "okay?" at the end.
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TIP 53 - "HOW TO GET ALL OF THE PRESENTATIONS YOU CAN HANDLE..."
Agree with a group of NWM friends that you will make 50 prospecting calls each week - for a specified period of time. Each week that you DON'T make the 50 calls, you donate $50 to your favorite charity. Each person in your group agrees to do the same. Make your calls to people you can identify with. If you were/are a teacher, call teachers. If you are a beautician, call beauticians. When your prospect comes on the phone, say something like this:
"Hello, I'm (your name), a (teacher) like you. The reason I'm calling is because I'm working on a special project that could benefit you and some other (teachers) financially. Would you be receptive to a business venture if you felt it was very attractive to you?"
If they say YES, make your appointment.
Do this 50 times a week - with the $50 fine looming over your head - and if you don't get all of the presentations you can handle, I'll donate $50 to your favorite charity.
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TIP 54 - "HOW TO GET POWERFUL, WRITTEN TESTIMONIALS..."
If you ask a satisfied customer or client to write you a testimonial letter, he (she) will AGREE to do it. But, he usually won't DO it. You will get great testimonial letters almost every time you ask if you do just two things:
1- Ask For The Testimonial IN ADVANCE -- Before customers / clients use your products or services, askthem this question: "If you are sufficiently impressed with this product, will you write me a testimonial letter?" (They will say yes.)
2- Offer A REWARD -- After they express their satisfaction with the results of the product or service, remind them of the letter they promised to write - and offer them a special gift IF you receive their letter within the next 7 days.
They WILL send you the testimonial letter.
Note: Make the gift something inexpensive, but something that will have high perceived value to them.
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TIP 55 - "BUY OUT THE STORE..."
The next time you’re on vacation at an exotic location, go to a gift store and buy up all of their beautiful POSTCARDS. Send the cards to your "drip (VIP) list" with a note telling your prospects how much fun you’re having -- all paid for by your network marketing business. (Be sure to take your list with you - and mail the cards postmarked from the city you’re in.)
Your prospects will be impressed (and thankful that you thought of them) and they'll be more receptive the next time you want to show them the benefits of network marketing.
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TIP 56 - "KEEP CUSTOMERS FOR LIFE..."
When your customers 'discontinue' buying your products and services, don't make the mistake of ending the relationship. Continue to write and call them on a regular basis with information of value. As you continue the relationship, the TRUST-level will go up, and most of your past customers will do business with you again. At the very least, they will give you referrals.
It's been said that when prospecting, "the fortune is in the follow-up." This is true.
However, most network marketers miss the boat when it comes to follow-up with active and inactive customers who originally gave them retail business.
Pick up the phone right now and call an 'inactive' customer. You'll know what to say the moment they answer the phone.
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TIP 57 - "CREATE A 'KEEPERS FILE'..."
How many times have you heard an inspiring quote, a great sales question, or a terrific joke that you wanted to remember but failed to do so? Perhaps you even wrote it down but then you couldn't remember where you put it when you needed it. Kind of frustrating isn't it?
When you run across great material, simply place it into your "Keepers File" ()nline or Offline) - and you will always have a ready resource at your fingertips.
Here are some things you might want to include: Tips and Techniques, Scripts Jokes, Websites, Quotes, Training Aids, Great Ideas, Etc.
If you want to get fancy, add dividers to your file for each category. That way, they'll be easy to find when you want them. Oh, one last thing, don't forget to add this Hilton's Helper to your Keepers File! :>)
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TIP 58 - "FOLLOW-UP CALLS ARE A WASTE OF TIME!..."
You will be perceived as 'pushy and aggressive' if you call prospects and tell them that you're "following up" with them. The same result will happen if you call a prospect who has agreed to "think over" your proposition.
A much better way to make follow-up calls to prospects is to contact them with "new" information.
Example: "Mr/s Jones, I'm calling because when I was (talking) with you the other evening, I forgot to tell you something 'important'. The company I'm affiliated with is planning to introduce several new products at our upcoming annual event. Would you like to receive some information about them when that happens?" (Wait for response.)
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TIP 59 - "DO YOU HAVE A 'PREMATURE ENTHUSIASM' PROBLEM?..."
When making prospecting calls, it's absolutely critical that before you begin your presentation, you have your prospect's 'undivided attention'. Prospects are NOT just sitting by the phone with blank thoughts hoping someone will call and give them something to think about.
If you just blurt out your message - without making sure they are focused on what you're saying - they will not clearly hear you, and the odds are high that they will simply give you the brush-off.
Here's what you can say to insure they will listen to every word of your introduction and subsequent request for an appointment: "Hello, Mr/s Prospect? (Wait for a response.) This is (your name) calling. I know I'm interrupting you but... may I ask you a quick question please?"
He/She will clear all of the thoughts out of his head and respond to your question with a YES. At this point, you have his undivided attention. Follow his 'yes' response with a brief (BENEFIT oriented) description of your company, your products/services and/or your business proposal. Then, end everything with a QUALIFICATION QUESTION - to get the 'full' appointment.
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TIP 60 - "HOW TO MAKE PEOPLE THRILLED TO HEAR FROM YOU!..."
Whenever you come into contact with a friend, relative, prospect or customer - don't leave the conversation without contributing some information of value to them.
Refer them to a good book you just read - tell them about an interesting website you just discovered - offer them a special recipe, etc.
Train everyone you come into contact with to expect that whenever they see you, or hear from you, their lives will be ENRICHED in some way.
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TIP 61 - "ATTRACTING PROSPECTS WITH YOUR 'LIPS'..."
Since network marketing is about helping people solve problems, a great way to uncover job dissatisfaction is to use the "LIPS" Formula. ("LIPS" is the acronym for Like, Improve, Problem and Solution.)
Here's the way you use it when talking with a prospect: "Ms. Prospect, what do you LIKE about the kind of work you're doing now?" (Wait for her response.)
"What would be something about your job that you'd like to IMPROVE?" (She will reveal a dissatisfaction.)
"In other words, the PROBLEM you're having now is.. (playback her dissatisfaction)...is that right?" (She will say yes.)
SOLUTION: "Let me ask you this: If I can show you a business that will provide you with all of the BENEFITS you're enjoying now - plus you will be able to eliminate that problem you're having - would you give my proposal serious consideration?" (When she says YES, make an appointment to give her a presentation.)
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TIP 62 - "WIPE THAT SMILE OFF OF YOUR FACE!..."
When approaching prospects face-to-face, it’s a dead giveaway that you’re going to try to SELL them something if you have a great big GRIN on your face. This is especially true if you are working the COLD market.
Think about it: people associate that phony, enthusiastic, handshaking, smiley-faced, wide-eyed approach as the 'pushy, aggressive car salesman' type.
A better way to approach people is to put a sincere, caring and concerned expression on your face. This is accomplished by actually being sincere, caring and concerned.
Now, wipe that smile off of your face and start prospecting as the person you really are.
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TIP 63 - "THE NETWORK MARKETING PRESENTATION OF THE FUTURE..."
The next time you make a prospecting call, and your prospect shows a glimmer of interest in your program - take them into the future with your Internet Presentation. It could sound something like this:
You: "With your permission, I can explain the program to you right now. Would you like for me to do that?" Prospect: "Sure."
You: "Are you next to a computer?"
Prospect: "Yes."
You: "Can you get to the Internet?"
Prospect: "Yes."
You: "Let's do it. Go to www.yourwebpage.com... are you there?"
Prospect: "Yep."
You: "Click on (Catalog / Biz Opp / Mission)...okay?" Prospect: "Done."
You: "Good. I’m going to walk you through the products -- and then I’ll explain several ways you can earn money.
Click on!..."
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TIP 64 - "MR. AND MRS. PROSPECTS, YOU'RE DISQUALIFIED!..."
Just kidding! It never puts money in your pocket to be 'ugly' to prospects... even if they're outrageously mean to you. (After all, someone who is not a qualified prospect now, may be qualified six months from now.) However, sometimes you will need to cut your losses and DISQUALIFY folks who you can't seem to get through to, and who will end up just wasting your time.
Actually, it will work to your benefit to be extremely nice to unmotivated, irrational and even insulting potential prospects. You see, by being nice and calm, they will remember you as the "caring" person who did NOT ARGUE with them when they disagreed with you.
Here is some very soft, key language to say to disqualified prospects that will attract them to you when they're ready to do business: "Mr. and Mrs. Prospects, based on what you're telling me, I don't see how my program can benefit you at this time. I really appreciate talking with you folks and just wondered if you have any questions before I leave?"
Isn't this a nice way to tell them they are not qualified?
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TIP 65 - "IT'S TIME TO 'STOP MOTIVATING' YOUR DOWNLINE!..."
Have you ever wondered why, no matter how hard you try, it's difficult to motivate your downline to do the things you want them to do? Have you noticed that even when they say they WILL do what they need to do - most of the time they come up with excuses and fail to act?
The problem lies in trying to motivate them in the first place. Let's face it, people don't LIKE being told what to do.
What if there was a way that you could get your organization to do all of the right things... not because you persuaded them, but because THEY WANTED to do them... wouldn't that be better?
Here's how you do it:
Help them (through questions) get very clear on what their goals (and values) are.
Ask them what's holding them back from accomplishing their goals.
Ask them what they are willing to do and not willing to do to advance.
Request (do not tell them) that they take a single action step towards achieving their goals.
Ask them how they would like to be held accountable for what they say they will do (so that you can more easily 'coach' them to more success).
Coaching someone to success works better than trying to motivate them to succeed. It works better because they get to CHOOSE what they want to do instead of being pressured into doing what someone else 'wants' them to do. Makes sense doesn't it?
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TIP 66 - "PUT WOOD IN THE STOVE 'BEFORE' YOU ASK FOR HEAT..."
The late Earl Nightingale taught that anyone could be guaranteed success in life by simply applying the Law of Cause and Effect to everything he or she does. The Law Of Physics dictates that for every action - there must be an equal and opposite reaction. What this means to you and me is that, if we do good things for other people, good things will eventually happen to US as a result. These things may come back to us directly from the people we touch - or they may come back indirectly.
Knowing and applying this law in network marketing can have an enormous and positive impact on our business. So, what are some of the things WE can DO to benefit other people that we're not already doing?
Here are some ideas:
Offer to coach someone on improving his/her health or his/her personal life (Do not try 'selling your products' while coaching.)
Teach a class (or TeleClass) to a group of ideal prospects on a subject you know something about that is of interest to them.
Become a resource for them. Direct them to websites, books and seminars on things they are passionate about.
Sponsor (or conduct) a seminar with your ideal prospects and educate them regarding their health, business, saving money, etc.
Let your imagination go wild. HELP other people without expecting 'anything' in return from them - and then leave it to the Law Of Cause and Effect to decide what rewards you'll receive and when. It works every time.
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TIP 67 - "BREAKING AWAY FROM THE COMPETITION..."
Paying someone a sincere compliment while prospecting can pay nice dividends. For example, compliments can:
Get you noticed
Create a conversation
Attract people to you
As you can imagine, paying compliments (sincere!) can be a wonderful way to separate you from other network marketers who are trying to market to your potential prospects.
But what if you could take complimenting to a higher level, wouldn't that be even better?
In the new (and hot) profession of coaching there is a skill called "ACKNOWLEDGING" Acknowledging goes beyond just paying a compliment.
Here's the difference: Let's say you decide to compliment a co-worker on a dress she's wearing. You might say something like this: "Gertrude, that's a very lovely red dress you're wearing today."
That sounds pretty good, but you can make that more attractive by adding the coaching skill of Acknowledgment by saying something like this: "Gertrude, that's a very lovely red dress you're wearing today. -- I've noticed that you seem to have a special talent for selecting the perfect wardrobe for yourself."
See (hear) the difference? When prospecting, look for ways to pay sincere compliments and then follow with Acknowledgments. It will make prospecting easier for you and it will separate you from the competition.
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TIP 68 - "EXPAND On A Benefit..."
When pointing out the benefits of your network marketing business to a prospect, ENHANCE those benefits dramatically by expanding on them. Instead of just saying, "You can easily earn $300 to $500 each month by working out of your home."
Say this: "You can easily earn $300 to $500 each month by working out of your home. This might...
= make the payments on a shiny new car for you to drive around in."
= completely pay off your mortgage."
= provide your children with the funds they will need to go to college."
= make retirement more enjoyable for you. You could travel, play golf, visit your grandchildren more often, etc., etc,."
Get the idea?
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End of PART III (68 of 68 Tips)...
HOPE YOU FOUND THESE 'MLMU' MKT'G T-I-P-S TO BE OF HIGH VALUE, AS I DID.
Peter Arnold / Canada